[![Image]() Meet Jobicy Copilot — free AI autofill for job applications + remote job alerts ›](#) [All remote jobs](https://jobicy.com/jobs.md)Open role[![Instructure logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2022/04/430057884baf037dd2aa1e1e017e72b6.jpg)](https://jobicy.com/company/instructure.md)Remote opportunity at[Instructure](https://jobicy.com/company/instructure.md) # VP, Partner Ecosystem Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/instructure.md)Share6 Sep 2026Published35Listing views2Application actions6 Oct 2026Apply before Opportunity details ## About this role. AI SummaryThis executive business development role owns Instructure's global partner ecosystem strategy, with accountability for channel, technology, integration, services, government, and education-consortia partnerships. The VP will scale reseller onboarding and enablement, develop joint go-to-market plans with major technology partners, and create new partnership-led revenue models. Success is measured through bookings, pipeline, partner engagement, retention, marketplace growth, and return on government-related spending. The position requires 15+ years of B2B SaaS partnerships, business development, or sales experience, deep education-sector knowledge, executive negotiation ability, P&L discipline, and up to 50% travel. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a high-stakes global VP position spanning multiple partner motions, substantial revenue accountability, C-suite negotiations, and complex cross-functional alignment. The role demands a proven record of scaling multinational SaaS ecosystems and delivering measurable commercial outcomes in a changing environment. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job medianMarket rate$270,000US market range$230k–$350k0$385k AI insightThe disclosed annual base salary range is USD 250,000–290,000, with a midpoint of USD 270,000. For a US-based VP of Partner Ecosystem in B2B SaaS/edtech, an estimated market base-salary range is USD 230,000–350,000; total compensation may be higher when annual incentives and equity are included, but those components are not quantified in the posting. ## Core skills Skills and capabilities most closely associated with this opportunity. [Strategic Partnerships](https://jobicy.com/jobs?search_keywords=Strategic%20Partnerships.md)[Channel Partner Programs](https://jobicy.com/jobs?search_keywords=Channel%20Partner%20Programs.md)[B2B SaaS](https://jobicy.com/jobs?search_keywords=B2B%20SaaS.md)[Business Development](https://jobicy.com/jobs?search_keywords=Business%20Development.md)[Go-to-Market Strategy](https://jobicy.com/jobs?search_keywords=Go-to-Market%20Strategy.md)[Reseller Enablement](https://jobicy.com/jobs?search_keywords=Reseller%20Enablement.md)[Alliance Management](https://jobicy.com/jobs?search_keywords=Alliance%20Management.md)[EdTech](https://jobicy.com/jobs?search_keywords=EdTech.md)[P&L Management](https://jobicy.com/jobs?search_keywords=PL%20Management.md)[Executive Negotiation](https://jobicy.com/jobs?search_keywords=Executive%20Negotiation.md) Sample interview questionsDescribe a partner ecosystem strategy you built or scaled and the commercial results it produced.I would outline the starting ecosystem maturity, partner segmentation, value propositions, operating model, and success metrics. I would quantify outcomes such as sourced and influenced pipeline, bookings, partner activation, retention, and ROI, while explaining how I adjusted the strategy based on performance data. How would you prioritize Instructure's channel, strategic technology, integration, services, and government partnership motions? I would assess each motion by strategic fit, market reach, customer value, revenue potential, time to impact, investment needs, and execution risk. I would establish a portfolio roadmap with clear owners, partner tiers, joint business plans, and leading indicators, then allocate resources toward the motions producing the strongest scalable results. What approach would you use to create joint go-to-market programs with partners such as AWS, Google, Microsoft, and Salesforce? I would begin with shared target segments and customer use cases, validate executive sponsorship and field alignment, and build a joint business plan. The plan would define integrated solutions, enablement, campaigns, account mapping, pipeline targets, governance, and attribution so both organizations can measure and improve performance. Tell us about a complex, high-value partnership negotiation you led. I would explain how I prepared a fact-based negotiation strategy, identified each party's commercial and strategic interests, and aligned legal, product, finance, and executive stakeholders. I would highlight the final structure, risk controls, go-to-market commitments, and measurable business outcome while preserving a durable partner relationship. How do you ensure partner programs drive revenue without creating channel conflict or a poor customer experience? I use clear segmentation, rules of engagement, deal registration, transparent compensation, and consistent account planning between direct and partner teams. I also monitor customer outcomes, renewal performance, partner quality, and conflict trends through a regular governance process, addressing issues quickly with shared accountability. At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers. We do this by giving smart, creative, passionate people opportunities to create awesome. And that’s where you come in: VP, Partner Ecosystem Instructure is seeking a VP, Partner Ecosystem to shape and execute our partner ecosystem strategy, driving significant business growth. As a senior leader, you will leverage your expertise in building and scaling strategic alliances, particularly within technology, to transform our Alliances and Partnerships programs into key competitive differentiators across the edtech industry. You will be instrumental in generating value for Instructure, our clients, and partners by developing, scaling, and optimizing partner programs and relationships, with a focus on revenue growth through partnerships, alliances, and business development. This role works closely with senior leaders across Sales, Product, Revenue Operations, Corporate, and Marketing to align partner ecosystem goals, driving broad support for partnership initiatives. You will deliver measurable results against defined targets, including bookings, partner engagement, and customer retention. What you will be doing: * Scale and manage Instructure’s Channel Partner Program: Optimize partner onboarding, enablement, and performance measurement globally for partners who position, resell, and support Instructure solutions. Partner closely with sales to recruit, onboard, enable, and support reseller partners. * Develop and support go-to-market activities with strategic partners: Execute go-to-market strategies with partners (AWS, Google, Microsoft, Salesforce, etc.), leveraging success in strategic partnerships with leading technology companies. * Support and expand the Instructure ecosystem of Integration and Services partners: Manage program components including benefits, events, and technology access, measure performance, and drive growth of marketplace and ISV programs. * Evaluate and implement strategic EdTech partnerships: Evaluate, negotiate, and implement new education technology partnerships for product and service resale. Lead go-to-market plans with cross-functional teams. * Manage government, education consortia, and research and education network relationships: Develop and execute strategy and success metrics for these relationships. * Identify and execute alternative revenue opportunities: Discover and implement new revenue models across Instructure’s product portfolio. * Accurate forecasting and budget management: Deliver on sales targets and manage budgets effectively. Success metrics include: * Number and effectiveness of reseller partners; pipeline and bookings volumes (new and renewal) via resellers. * Integration and Services partnership engagement and resulting revenue. * Sourced and influenced pipeline by government and consulting relationships; ROI on government-related spend. * Bookings and revenue from new partnerships. What we’re looking for: * 15+ years of business development, partnerships, or sales experience in B2B SaaS; education sector experience highly preferred. * Proven success in executing partnership programs with measurable results. * Extensive experience managing multinational B2B SaaS reseller programs, including partner onboarding, enablement, and measurement. * Demonstrated ability to negotiate and implement large-scale (> $1M) partnerships. * Deep knowledge of the education industry and LMS ecosystem; understanding education trends and institutional needs is a plus. * Strong leadership skills: setting and managing ambitious sales and partnership metrics, motivating teams, and leading in fast-paced, changing environments. International experience preferred. * Outstanding communication—able to translate complex concepts clearly to diverse audiences via written, spoken, and presentation formats. * Ability to travel up to 50%. * Budget and P&L management history preferred. Skills and Behaviors: * Detail-oriented, holistic, global thinker. * Empathetic, emotionally intelligent leader. * Strong planning, organizational, and project management skills for dynamic environments. * Strategic self-starter with demonstrated initiative. * Experience with high-level negotiations and stakeholder management at the C-suite level. * Strong consultative approach to marketing, sales, and cross-departmental collaboration. Get in on all the awesome at Instructure! We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here’s a general idea of what you can expect: * Competitive compensation, plus all full-time employees participate in our ownership program – because everyone should have a stake in our success. * Flexible work culture. Our remote, hybrid and in-office collaboration spaces vary by role, team and location. * Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs. * Comprehensive wellness programs and mental health support * Learning and development resources, including professional development tools and tuition reimbursement, to support your growth * The technology and tools you need to do your best work * Motivosity employee recognition program * A culture rooted in inclusivity, support, and meaningful connection We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes. Instructure is an Equal Opportunity Employer. We comply with applicable employment and anti-discrimination laws in every country where we operate. All employees must pass a background check as part of the hiring process. To help protect our teams and systems, we’ve implemented identity verification measures. Candidates may be asked to verify their legal name, current physical location, and provide a valid contact number and residential address, in accordance with local data privacy laws. Any attempt to misrepresent personal or professional information will result in disqualification. 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